ReCh Management Centre - Crucial Sales Skills and Behaviours - Crucial Sales Skills and Behaviours - View courses templates

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Crucial Sales Skills and Behaviours

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Start DateVenue1 Week2 Weeks

Request a dateDubai 2,300 3,600

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Course Overview

This course is ideal for anyone in sales, from individuals new to sales, including new graduate team members, to experienced sales people looking to refresh their consultative selling skills. The course will deliver fundamental practices and behaviours from which all delegates, regardless of current skill level or experience, can benefit. Sales Managers in need of improved structure, discipline and direction for their team will also benefit from attending this workshop. The content and style also makes it perfect for anyone working in a non-sales role needing to familiarise themselves with how professional consultative selling should be conducted. The workshop will be fun, challenging and fully interactive and supported by presentations, interactive discussions, debate, group work and individual tasks. A comment on role-plays.... everyone hates them so we don’t use them! So, don’t worry, you won’t be made to perform or made to feel uncomfortable at any time. This is about great learning with like minded professionals in a fun environment!

Course Objectives

At the end of the course delegates will be able to:

Achieve optimum success in sales through the application of a fully consultative approach
Benefit from increased confidence, motivation and understanding of the prospect or client
Communicate confidently, both on the phone and face-to-face
Add value to every call and develop a winning structure
Understand the importance and value of good preparation
Enable the models, techniques and behaviours to do the selling for you
Build strong and trusting relationships with prospects and clients
Become an expert in the skills of questioning and listening
Learn how to present a solution which naturally leads to the close
Successfully handle objections
Adapt selling style to suit every customer, encouraging profitable client relationships
Close more sales than ever before

Course Outline

Crucial preparations
Creating excellent first impressions
Building rapport / being in rapport
The psychology of selling / customer types / buying triggers
The other side of the table
The power of words, voice and body language
Selling to a range of personalities and characters
Matching and mirroring style to build rapport and establish empathy
Positioning / using agendas
Asking great questions for the right reasons
The values of using summary skills
Active and pro-active listening skills
Building towards presenting a solution
Using needs, features, advantages and benefits
Handling objections and using them to sell
How to close professionally

E-Reader Included

*Course fee is not inclusive of VAT

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